Overcoming 5 common mistakeswith sales incentive systems

Not aligning the incentive system to the sales team’s

way of working

COMMON MISTAKE#

How does the sales team like to work?

Are sales reps on the road?

What about sales ops?

How does the sales team like to work?

Which tasks?

How collaborative are team

members’ tasks?

How does the sales team like to work?

What technology do team

members use?

How do team members consume

information?

Your sales incentive system should reflect your sales team’s mobile device strategy.Tip

Our sales leader said... “We’re going on the

iPad”...whatever we do has to work on the iPad.

— IT services manager,insurance company

Customer example: Learn how this marketing firm implemented a sales incentive system aligned to the sales teams’ way of working.

“This company has sales reps that are the classic road warriors. The reps go door-to-door, business-to-business trying to sell directory listings and websites…and they use their iPadsas part of the process of presenting to their prospects…and even submitting orders.

So it was very important to structure the sales comp dashboards and reports so that they look right from their iPads

With [IBM], over 1400 of our field sales rep can access their sales compensation system via their iPads along with the other tools they use on-site with customers. They don’t miss a beat when it comes to understanding the compensation implications of their selling activities.”

Vice president of sales operations

Read this blog: 4 features of a modern sales performance management plan.

CLICK HERE for additional IBM Sales Performance Management Resources

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